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Product Focus
hme news / m arch 2018 / www.hmenews.com 19
Business Development
By John Andrews, Contributing e ditor
F
or several years now, bariatrics has
been a robust growth market for home
medical equipment, following the rise
in obesity across the U. s . a s a meri-
cans' waistlines have bulged, HM e manufac-
turers have responded by producing heavier
duty versions of standard products.
s ales have been historically strong for
mobility, support surface, bath safety and
aids to daily living equipment, prompting a
focus on continued development of new bar-
iatric products. Yet there are signs that the
assembly line may be slowing down, yielding
to an attitude of quality over quantity, notes
Jay Doherty, director of clinical education for
e xeter, Pa.-based Quantum r ehab.
"Bariatric seating and wheeled mobility
remains a niche market that has seen advanc-
es in our understanding of the needs of this
client population," he said. "However, the
number of products available to meet the bar-
iatric client's identified needs has not grown
nearly as quickly. I wouldn't say momentum
is stagnant, but I don't see the manufacturing
community putting significant resources into
the design and development of products for
the bariatric client as for other populations."
There are several factors working against
bariatric product innovation, but the driving
force is a lack of funding, Doherty said. The
Emphasize quality, holistics in bariatrics
bariatric clientele is challenging due to the
various body types and the distribution of
soft tissue, he said, and that variance is dif-
ficult for manufacturers to accommodate.
"With comparatively low utilization and
a high cost of materials needed to support
the weight and unique shapes of bariatric
consumers, manufacturers are not able to
leverage economies of scale," Doherty said.
"Hence, bariatric products are significantly
more expensive for providers to purchase
and it takes more time for the evaluation,
recommendation, fitting and delivery pro-
cess. Yet reimbursement does not take this
into account."
Jim e rnst, product manager for Kansas
City, Kan.-based Burke/ l eisure- l ift, says
more HM e providers are selling bariatric
products than ever before, but warns they
should deeply scrutinize the selection and
quality of available items.
"Many are just standard duty products
reinforced to try and hold extra weight,
but don't necessarily serve the needs of the
patient," e rnst said. "Most products have
had bariatric versions for quite some time,
but many were in name only. r einforc-
ing a previous product designed for lower
weights is not the same as creating a truly
bariatric product. Providers need to look at
a manufacturer's history and their ability to
meet specific patient's needs."
m arket arrow up
Bariatric product development may have
slowed, but research data shows that demand
will continue to climb, said Joe o berle, prod-
uct manager for beds and patient room at Port
Washington, N.Y.-based Drive De v ilbiss.
s an Francisco-based Grand v iew r esearch
reports that the growing trend in sedentary
lifestyles, physical inactivity and unhealthy
food habits are the contributing factors
responsible for the high incidence of obesity
and resulting growing demand for bariatric
products.
"Based on industry analysis, we anticipate
the momentum to continue for at least the
next several years," o berle said.
For Drive, overall bariatric bed business
has increased 40% since 2015 and ancillary
bariatric patient room product sales have
increased, as well, o berle said. Within the bed
category, he said demand for beds with weight
capacities between 750 and 1,000 pounds has
risen by more than 30%.
p atient assessment
r eal progress has been made in understand-
ing the specific needs of bariatric patients,
Doherty said, which has advanced the criti-
cal process of home and accessibility assess-
ments.
" a person in this group may be able to
ambulate through a doorway and in some
cases may have to shift redundant tissue to
make it through the door," he said. "However,
that same individual seated in a wheelchair
correctly configured for their width may not
have the same capability with the wheelchair.
HM e providers that have a home access divi-
sion within their business can be more suc-
cessful in meeting the comprehensive needs
of this bariatric population."
In mobility, seating and support is crucial
and "every effort must be made to support
and protect the entire body properly," e rnst
said. Careful measurements and planning for
future needs are also critical, he said, because
the average lifespan of the product is five years
and potential problems must be considered.
"It is not just 'bigger' all around, but rather
custom modifications that truly fit the patient
to the product," he said. "Just because some-
one fits in a seat does not ensure comfort or
proper support. e xtensive measurements and
modifications are required for all but the most
basic bariatric need."
o berle advises providers to "look at bariat-
ric patients holistically by providing products
and services that will maximize their abili-
ties to live independently and help them over-
come the limitations of their size and weight.
Providers must conduct an overall assessment
to determine the products that are needed to
help their patients live better and more func-
tionally independent lives."
hme
Category
Bariatrics
slowdown ahead
■
Quieting market: After several
years of robust development, the
bariatrics market may have hit a
lull in the number of new product
releases. Due to the "challenging"
aspect of patients' special body
dimensions, along with a lack of
funding, the assembly line appears
to be slowing.
d emand strong
■
Obesity growth: Even though
production of new bariatric
equipment has tapered off, research
data shows demand to be as
strong as ever. Sedentary lifestyles,
physical inactivity and unhealthy
food habits are contributing factors
responsible for the national obesity
rate, which continues to grow.
Key C onta C ts
■
Finding referrals: There is
a wide range of clinicians and
specialists who deal with bariatric
patients, including primary care
physicians, case managers, physical
and occupational therapists,
bariatric surgery clinics, weight loss
clinics and bariatric support groups.
Beds
Merits Health Products
h eavy d uty Bed- B320
■
Heavy-duty steel frame.
■
Weight capacity
of 600 pounds
and overall width
of 42 inches.
■
Bed height 18.25
inches to 26.25 inches.
www.meritsusa.com
Shoprider Mobility
Products, Inc.
6 r unner 14
■
14-inch mid-wheel drive, 450-pound weight
capacity.
■
Full front and rear suspension, 7-inch
casters, four-post seat mounting.
■
Accommodates up to Group 24 batteries.
http://shoprider.com
Drive DeVilbiss
Healthcare
Full- e le C tri C Bariatri C Bed, 42"
■
Heavy-duty frame ensures strength
and patient safety and can support 600
pounds.
■
Hand control adjusts bed to meet
individual positioning needs of each
patient.
■
Low air loss/alternating pressure mattress
and T rails available separately.
www.drivemedical.com
Wheelchairs
Patient lifts
EZ-Access
o r B it Patient t rans F er l i F t
■
Articulating arm and single pivoting
stanchion rotate 360-degrees.
■
Non-obtrusive design.
■
Minimal assembly required and can be
installed floor-to-ceiling or floor-to-wall.
www.ezaccess.com
Other
NOVA Medical Products
Bath s eat with Ba CK
■
Assembles in under five minutes (tool-free).
■
Ergonomic seat supports up to 500 pounds.
■
Features slip-resistant rubber tips and non-
corrosive aluminum legs that will not rust.
www.novajoy.com